Sales analytics software reports on CRM data to reveal sales insights and forecast future performance, giving sales teams and managers visibility into activities, identifying high or under-performing salespeople, products, and communications, and enabling more predictable, data-driven sales strategies.
Core Capabilities of Sales Analytics Software
To qualify for inclusion in the Sales Analytics category, a product must:
- Automate and visualize sales pipelines with customizable stages, risk factors, and scoring methods
- Report on the performance of salespeople, products, methods, and other available data
- Forecast sales numbers based on pipeline factors
Common Use Cases for Sales Analytics Software
Sales managers and revenue operations teams use sales analytics software to make informed decisions and optimize sales performance. Common use cases include:
- Tracking pipeline health and identifying deals at risk of stalling or churning
- Measuring rep and team performance against quotas and historical benchmarks
- Forecasting revenue based on pipeline stage, deal velocity, and win rates
How Sales Analytics Software Differs from Other Tools
Sales analytics products access data solely from sales tools, with core functionality focused on analyzing sales information specifically. Organizations seeking insights across a wider range of business data may opt for business intelligence software, which provides cross-functional analytics beyond the sales domain. Sales analytics systems are typically implemented on top of sales force automation and CRM systems and use existing data to surface insights, though some serve as both the CRM system of record and the analytics tool.
Insights from G2 on Sales Analytics Software
Based on category trends on G2, pipeline visualization and sales forecasting accuracy stand out as the most valued capabilities. Improved forecast confidence and better visibility into rep performance stand out as primary drivers of adoption.
